Negative Press When Selling? 10 Strategies Salespeople Can Use

Negative press about a product can be a huge challenge for salespeople.

It can be demotivating to hear negative feedback from customers, and it can be difficult to convince potential customers to buy a product that they’ve heard negative things about.

However, there are strategies salespeople can use to overcome negative press and maintain sales momentum.

   

1.    Acknowledge The Negative Press

The first step in overcoming negative press is to acknowledge it. Don’t ignore or brush off negative feedback, but instead address it head-on. Acknowledge the issues that people have had with the product, and explain how the company has addressed or plans to address these issues. Be transparent and honest about the challenges, and show that you’re committed to improving the product.  

2.    Focus On The Benefits

Rather than dwelling on the negative press, focus on the benefits of the product. Highlight the features that make the product unique and valuable, and explain how it can meet the needs of your customers. Use customer success stories and case studies to demonstrate the positive impact the product has had for other customers.  

3.    Use Social Proof

Social proof is a powerful tool for overcoming negative press because it:
  • Highlights positive reviews and testimonials from satisfied customers.
  • Uses social media to showcase customer success stories
  • Encourages happy customers to share their experiences with their network
  • Uses third-party endorsements, such as awards or industry recognition to demonstrate the quality and value of the product
 

4.    Offer Value-Adds

 One way to overcome negative press is to offer value-adds that incentivise customers to try the product. Offer free trials or demos to give customers a chance to try the product for themselves. Offer discounts or promotional pricing to entice customers who may be hesitant to buy. Provide exceptional customer service and support to build trust and loyalty with customers.  

5.    Leverage Relationships

Building strong relationships with customers is critical to overcoming negative press. Build trust with customers by providing exceptional service and support. Go the extra mile to address any concerns they may have. Use existing relationships to generate positive word-of-mouth and referrals, and encourage happy customers to share their experiences with their network.    

6.    Address The Root Cause

To truly overcome negative press, it’s important to address the root cause of the negative feedback. Listen to customer feedback and take action to address any issues or concerns they may have. Use customer feedback to improve the product and ensure that it meets the needs of your customers.  

7.    Be Proactive

To prevent negative press from occurring in the first place you should:
  • Be proactive in addressing customer needs and concerns
  • Communicate with customers regularly to understand their needs and address any issues they may have
  • Use customer feedback to improve the product and ensure that it meets customer needs
  • Be transparent and honest with customers about any challenges the company is facing
  • Show that you’re committed to providing a high-quality product and exceptional customer service
 

8.    Invest In Marketing And PR

Investing in marketing and PR can be an effective way to overcome negative press. Use marketing and PR campaigns to highlight the benefits of the product and showcase customer success stories. Use social media to engage with customers and generate positive word-of-mouth. Partner with influencers or thought leaders in the industry to generate positive buzz and increase product awareness.  

9.    Provide Education And Resources

One reason that negative press can be so damaging is that customers may not fully understand the product or its benefits. To overcome negative press, provide education and resources that help customers understand the product and its value. Provide training or webinars to help customers get the most out of the product. Create a knowledge base or support centre that provides answers to common questions and issues.  

10.  Stay Positive And Focused

It’s important to stay positive and focused when dealing with negative press. In today’s fast-paced, highly connected world, negative press can spread like wildfire. And for salespeople, this can be a major obstacle to overcome when trying to sell a product.    

Negative press can undermine a salesperson’s efforts to persuade customers to buy. People are often hesitant to invest in a product that has received negative attention.

With a proactive approach, salespeople can overcome negative press and help customers understand the true value of their product.

Remember: It is important to be transparent and honest with customers when it comes to selling a product.

 

Honesty is always the best policy when it comes to selling a product. Salespeople should be transparent about any issues or negative press that the product has received, but also highlight the steps that the company has taken to address these issues.   By being honest and transparent, salespeople can establish a sense of credibility with their customers.  

Leverage Customer Testimonials and Reviews, and use them to demonstrate the product’s value and effectiveness.

  This can help reassure potential customers that the product has satisfied customers who are willing to share their positive experiences.    

Contact KONA today to discuss tailored sales strategies for your business.

Call 1300 611 288 or Email info@kona.com.au
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5 Reasons Why You Need A Sales Leadership Charter

The purpose of a Sales Trainer guiding your team through building a Sales Leadership Charter is to:

  • Represent how the department’s Sales Leadership group want to be recognised
  • How they want to lead as a Sales Organisation
  • Give them a language to relate to each other and identify our sales culture (consultative or transactional)

Do you have a Sales Leadership Charter that aligns to your company’s Vision, Mission and Values?

Here are 5 reasons why it is important to have a sales leadership charter.

1. Defines The Purpose Of A Team

A sales team leadership charter is beneficial when establishing a new team as it clarifies the team’s purpose.

Sales Trainers will often encourage it to also be used to update and refresh an existing team’s operations.

 

2. Clarify Factors That Will Lead To Strong Sales Success

A sales team charter creates a vision for the team, that provides clarity on why the team exist and their focus. 

It sets a standard for decision- making and day to day conduct.

A sales team leadership charter outlines points that when followed, will lead to success.

Top Sales Leadership Articles in 2015: The Year in Review

3. Outlines The Roles Each Person Plays On The Team

A sales team charter defines each person’s individual purpose at work by analysing key components of the job.

When each team member is clear on their role, it helps to keep the team on-track.

4. Clearly Defines Goals

When the sales team are clear on their goals and objectives, they are more likely to be motivated.

A sales leadership charter defines the collective goals of the team so that everyone is “on the same page” and knows what exactly they are striving for.

5. Encourages Input From All Team Members

5 Reasons Why You Need a Team Leadership Charter - KONA Group

Often businesses don’t include their leaders or their teams in the development of Team Leadership Charters.

Allowing the team to be part of the creative process encourages their input and therefore ensures their understanding.

Contact the team at KONA to discuss how a Leadership Charter could help your sales team. 

Speak to one of KONA’s Sales Trainers and begin creating a Sales Leadership Charter for your business – Call KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.


6 Ways To Create A Positive Sales ‘HUNTING’ Culture

 

To genuinely create a positive sales culture, you need a long-term strategy.

Consistency and purposeful support, partnered with the following strategies will help you achieve a driven and positive sales team.

   

1. Listen To Learn

Provide sales podcasts and books for your team to learn on the go. It is a good idea to have your team listen to motivational material on their way to and from appointments. Information on communication skills and product resources can also increase basic sales knowledge.  

2. Give Feedback

  Managers can join team members on sales calls and give feedback as soon as the meeting finishes. Providing immediate feedback reinforces what went well and what can be improved.  

3. Allow Time For Change

  Learning and applying new skills takes time. Allow your team adequate time to learn and change. Remember, it can be a slow process before you see results.   The Super Bowl of Sales - Hunters vs. Farmers  

4. Measure Results

Use your team’s self-identified goals to measure their progress. Hold them accountable for their sales goals. To really gauge how much of an impact training has made, track your team’s:
  • Lead generation
  • Sales calls
  • Up-sells
  • Closing rates
 

5. Provide Ongoing Training

Benefits of providing ongoing sales training for your team include:
  • Increasing employee engagement
  • Improving the skills of your team
  • Team members feeling valued
  • More success for your business
 

6. Allocate Time To Coaching

  Many managers make the mistake of spending an equal amount of time coaching each of their reps. But this simple time allocation methodology ignores the potential return on your time investment. You should spend most of your time coaching salespeople with medium skills. This will provide you with the highest return on your time investment. Reps with mid-range skills are average performers – they have room for improvement. Good coaching can help an average performer become a high achiever.  
A good rule of thumb is that you should spend:
  • 60% of your coaching time with your salespeople with medium skill levels,
  • 15% of your coaching time with your salespeople with low skill levels, and
  • 25% of your coaching time with your salespeople with high skill levels.
  Your sales team can benefit from a fun, interactive and customised training program that will help you win more customers.  

Contact KONA to discuss tailored training options for your team!

Get In Touch Button Images – Browse 1,420 Stock Photos, Vectors, and Video | Adobe Stock

9 Important Tips For Setting Appointments

How to start a sales call the right way - CrankWheel

Business owners and salespeople often use phone calls to book appointments with clients and prospective customers.

To do this successfully you need confidence in the relationship-building aspect of telemarketing.

You have the responsibility of displaying your product or service in an honest and professional way and you are aware of the value of what it means to exceed the expectations of your customer.

What steps can you take to guarantee your best chance of securing an appointment?

1. Have A Plan

Preparation is vital. When you go into a conversation prepared with what you want to say, you can be confident that you are covering all important matters. You will be able to keep control of the conversation and bring it back if it drifts off-topic.

2. Make Your Offer Early

It is important to spark interest early on and to combat objections promptly with an offer that is full of benefits. You need to be quick to ensure negativity does not affect the customer’s decision.

3. Conversation Is Key

Ask short, open questions to gage as much information as possible from the customer. Your questions should be relevant to ensure you keep their attention and you should repeat their answers back to them when suitable. Talking for too long and confusing the client with your questions can lead to them tuning out of the conversation.

4. Handle Objections

Show the customer that you understand their situation by recognising their objections. Use phrases like ‘I understand how you feel.’ Let them know that you have had other customers that had similar objections when they first came onboard. This will demonstrate that you are experienced. Clarify that the purpose of the appointment is to understand their position and then suggest an appointment time.

Competitive Objection Handling 101: Your Guide to Knocking Competitors out of Deals and Earning the Trust of Your Buyers - Klue

5. Don’t Give In The First Time

Objections are inevitable and when they happen, it is important not to repeat the objection back to the customer or go too much into it. Don’t take any objections personally and ask the right questions to better understand their answer. It is common for it to take a number of conversations with the prospective customer before they accept your offer of an appointment, so don’t get disheartened if they do not accept the first time around.

6. Don’t Be Afraid Of Uncertainty

Admitting when you don’t know the answer to something or needing to check with someone else is not a bad thing. Building a foundation of trust with your customer is so important and if you bluff your way around their questions, it is likely they will find out and that relationship will be damaged. If you have uncertainty around an objection or question, tell them that, and get back to them with the right information.

7. Research Before You Call

The more you know before picking up the phone, the better. If you have just a name and a phone number, you can still make an effective sales appointment. If all else fails, you can always turn to Google. Or, if you’d rather, you can reach out to your connections on LinkedIn. You can even check with your network contacts to see if you know anyone who knows the prospect. You may be able to get a referral from a mutual contact.

The 18 Best Places for Sales Reps to Research Prospects [Expert Tips]

8. Create A Good Opener

Once you get the prospect on the phone, you have about 10-20 seconds before they’re ready to hang up on you. Most people automatically reject you as soon as you start trying to sell them. If you want to get past a potential customer’s rejection filter, you’ll need an opener that surprises or intrigues them. Something that will make them sit up and take notice. Once you have their attention, you can set up an appointment or at least get them to listen to what you have to say.

9. Pick A Benefit That Most Interests Your Prospect

When you have done your research and know more about your prospect, you can better customise your pitch to fit their needs or pain points. This way, you are more likely to get their business. Pick a benefit of your product or service that you think will most appeal to your prospective customer. Explain how that product or service provides this benefit to them. Our billing system helps give you peace of mind.

7 Essential Tips to Set Sales Appointments Geared for Success • Bookafy

Timeless Advice Is The Best Advice. Sell the benefits and value, not features. Come prepared, find out what the customer’s concerns are and present them with solutions. When you offer them the chance to find out more about something that they may have a hard time saying no to, offer an appointment.

Is your team following these appointment setting tips?

Contact KONA today for customised training for your business!

click here to contact the KONA Group red button or call 1300 611 288

How to Ask Powerful Sales Question to Uncover Buyer Needs (Infographic)

Asking effective and probing sales questions is critical to uncover buyer needs. These questions often depend on several factors such as the level of competition in your industry, as well as the value your products and services provide to your customers.

By asking the right sales questions, you will be able to understand the nuances behind the different behaviours and needs of your customers. Powerful sales questions are the root of how you can prove your brand’s long-term relationship to your customers.

In this article, we will discuss the different techniques and tips on how to formulate powerful sales questions to uncover buyer needs, but first, let’s define the importance of “the art of questioning” in sales.

How to Ask Powerful Sales Question to Uncover Buyer Needs

Lessons in Sales Management Training from a Rubbish Removalist

Lessons in Sales Management Training from a Rubbish Removalist One of the best Sales Managers I ever had was Rubbish Removal specialist called ‘Cowboy’. His business was to drive to appointments in his 2 ton tipper truck, going to building sites to pick up all the bricks, end cuts and rubble that builders left behind on site; then onto a deceased estate or house clearance to pick up old furniture and home wares; then onto unit blocks to pick up garden rubbish. Often in a day he would do anything up to 25 pickups, as well as chasing up leads, closing sales and collecting payments, and he never wasted a minute. Apart from working mums he probably squeezed more out of the hours in a day than anyone else I ever met! From about the 12th of December to the 12th of January KONA clients are either thinking about going on holidays or are on holidays so they don’t always run Customised Sales Training, Call Centre Training or Sales Management Training workshops in that month, preferring to wait for all of their people to be back on deck to kick start the New Year. And I get bored! Enter Cowboy who offered me a month of physical work in the sunshine, out of the corporate suit, in workboots, T-shirt and big hat, running, lifting, pulling, carrying, and loading. It was an offer to be paid to get fit and I grabbed it. So why was Cowboy one of the best managers I ever had? Because he actually managed and coached me and wasn’t afraid to micro manage me until I could demonstrate I knew what I was doing. Even though 20 years older than him, and I’d been growing the KONA Sales Training business for a couple of decades Cowboy didn’t take the easy way out and ’empower me’. He realised that in Situational Leadership terms I was S1 and S2 and, as this was a new type of work to what I’d been used to, in most cases I actually didn’t know what I was doing. So he directed, instructed and showed me how to do the different tasks needed to get through the day safely, effectively and profitably. He instructed me, then showed me, how to lift without injuring my back, how to pack a truck without wasting space, how to clear a home and site without wasting time double handling. Regardless of age and experience he wasn’t afraid to manage and coach my activity until he knew that I could demonstrate that I could do each task properly. (It did help him that when he called me a “Dickhead” then told me to “get my f…ing act together and pick up the cabinet properly” I don’t run off to HR or Fair Work Australia and complain about him!) We are in a strange time in business nowadays where organisations’ managers and owners are getting hammered by legislation, competition and customers. This is leading to many managers taking the path of least resistance and empowering their people, hiding behind the excuse of “being so busy”. Don’t get me wrong – empowerment is fine but ONLY when a Sales Person is consistently over target. Managers might be busy but are they working on the most important task a manager has: to develop and coach their people so that their people can achieve their KPIs. Anything less is just poor management and begs the question: is their Sales Person’s poor performance the Sales Person’s fault, or the Sales Managers fault?

Going forward:

So here are 3 questions to help a Sales Manager become a better Manager As Coach:
  1. How clear are your Sales People on the 4 specific and exact Key Activities they need to focus on that will help them consistently fill their Sales Pipeline and Hit Their Targets.(Not to be busy and fill their diary, but Activities to Hit Their KPIs).
  2. How often do you actually SEE and HEAR them demonstrating these Key Activities when speaking to customers?
  3. What are you going to do as their Manager and Coach to improve the way each of your people demonstrate their 4 Key Activities when speaking with customers?
If you are not sure then give Cowboy a call! Alternatively, if you would like to discuss how KONA’s Sales TrainingSales Management Training and Call Centre Training will improve your organisation’s results, contact Glenn Dobson today on 1300 611 288 or info@kona.com.au or text 0425200883. The KONA Group is Australia’s Leading provider of Customised Sales Training and Sales Management Training and Coaching  and provide customised training programs that include: Sales Training & Coaching, Key Account Management Training, Call Centre Training & Coaching, Negotiation Skills Training & CoachingConference & Motivational Speakers,  HBDI and DiSC Personality Profiling and more.

Sales Management Training in Sydney and Melbourne

Sales Management Training in Sydney and Melbourne

The success of your organisation greatly depends on your top sales leaders. How the people at the bottom of the hierarchy perform will depend a great deal on the performance and strategy of the sales leaders and sales managers of your organisation.

Don’t leave this to chance.

Enrol your leaders and managers into one of our Sales Management Training programs in Sydney and Melbourne

Results Driven Sales Management Training in Sydney and Melbourne

Whether you want to mentor future leaders, new leaders or want to improve the performance of current leaders of your organisation, our leadership training can make a world of a difference to your organisation. Here’s what our Sales Management Training programs in Sydney and Melbourne can deliver for your leaders and for your organisation.

  • Nurture a culture of sales leadership in the top level sales leaders and sales managers
  • Develop sales leadership skills and capabilities
  • Bring continuous improvement in the way of sales performance and operational excellence
  • Make sure that ‘sales strategy’ is followed up by ‘execution’
  • Nurture future leaders you have identified in your organisation
  • Transform sales managers into sales leaders
  • Create, nurture and sustain high performing sales teams
  • Win the Hearts and Minds of more customers

Our Expertise

At KONA, we have helped improve the performance of managers and leaders of several organisations. Over the past 16 years, KONA is the trusted Sales Management Training in Sydney and Melbourne for organisations that want to improve the performance of their leaders, executives and managers.

We have a proven track record of delivering successful results. Our clients see an improvement in the leadership skills of their executives, managers and top leaders, which has a direct impact on the business’s sales, bottom line and revenues.

Book a Free Consultation Today

Our programs are customised for your organisation, your needs and your sales team to deliver the maximum returns on your investment.

Contact KONA today for results driven Sales Management Training in Sydney and Melbourne

The KONA Group is Australia’s Leading Sales and Sales Management Training and Coaching company and provide Customised Training programs that include:  Sales Training & CoachingKey Account Management TrainingCall Centre Training & coachingNegotiation Skills Training & CoachingMotivational SpeakersHR Consulting; and more.

So if you are looking to increase the effectiveness and results of your organisation, contact KONA today on 1300 611 288 or email info@kona.com.au to discuss how we can help you to improve your sales performance and results.

Are we a knowledge based economy?

What’s down the track for a knowledge based economy? 

photo-3 OPINION: Not only is its confrontational industrial relations environment seen as a major constraint on innovation, but government statistics show that its investment in R&D lags a long way behind most other industries. The most recent Australian Bureau of Statistics data on business expenditure on R&D (BERD) shows that of the total $18,849 million invested in R&D across all Australian industries, manufacturing remained the largest contributor at $4,844 million (26 per cent). That outpaced professional, scientific and technical services ($3,753 million, or 20 per cent), financial and insurance services ($3,093 million, or 16 per cent) and mining ($2,830 million, or 15 per cent). Together, these four industries account for 77 per cent of total BERD, while construction contributed $864,103 (4.5 per cent). While the above data looks depressing, it masks the reality of how much innovation really happens in the construction sector. In contrast to the pre-planned, laboratory-based and scientific R&D that typifies others sectors such as manufacturing, innovation in construction normally happens at the ‘coal-face’ in response to day-to-day problems. This means it is largely ‘hidden’ from formal government R&D statistics. However, given that we are inexorably moving toward a knowledge-based future where intellectual property and new ideas will mean the difference between staying ahead of increasing competition or lagging behind, there are also strong arguments that the construction sector should be investing more in formal R&D. So it is worth knowing something about what R&D involves and the many commercial benefits it could bring, if designed and managed effectively. In simple terms, R&D is a knowledge creating process underpinned by rigorous scientific investigation which leads to the commercial development of new services and/or products. R&D can be applied or pure, the form being a response to market developments and having a practical application. Pure R&D is more conceptual and exploratory with the aim of adding to our knowledge base without any specific application. In contrast to applied R&D which has traditionally been the focus of the construction industry, pure R&D has traditionally been the responsibility of government. Government support for pure R&D has always been considered crucial because research shows that most private construction companies, if left to their own devices, would under-invest in this area. With only a few exceptions, the vast majority of construction companies see pure R&D as too risky and time-consuming and are not prepared to tolerate the long-term risks in capturing its benefits. However, as demonstrated by the world’s most innovative companies, when R&D is targeted and managed effectively, it can bring significant commercial benefits. Take for example, British Petroleum’s (BP’s) highly successful and innovative Venture Research Unit which developed and managed one of the world’s most successful corporate R&D programs. BP’s Venture Research Unit was deliberately located outside any of BP’s existing business units to enable it to generate ‘new breakthrough ideas that would lead to new industries and markets for BP.’ Working under the management of BP’s Venture Research Advisory Council and in close collaboration with the world’s leading universities, BP’s innovation strategy involved signing up the world’s most gifted pioneering researchers whose interests were aligned with the business. Rather than following the traditional approaches to R&D which typically involves commissioning pre-determined business-led projects, BP provided these top researchers with the resources to pursue their own ideas and to launch radical challenges to existing ideas outside any external business influences and constraints. This process not only preserved the ideology of independent, unbiased research, but was designed to promote uninhibited thinking. BP chose its team of researchers on the basis of whether their research would radically change thinking about something that was very important to society and to BP’s business. Once accepted into the Venture Research Unit’s team, BP’s goal was to help these leading researchers bring this about. There was an exceptional lightness of touch in managing this research. The only requirement imposed on the academic team was that they were to keep BP regularly informed of what they were doing so that BP could be the first to translate these ideas into marketable products and services to for their customers. Researchers were not concerned directly with the commercialization process. This was entirely BP’s responsibility and once a researcher received BP’s money, they were free to use it in any way they liked. BP did not dictate projects, fields of study, problems or timescales and eventually the unit’s funding was expanded to a consortium of business partners with complementary interests in BP’s demand and supply chain such as ICI, Sony and DuPont. The beauty of BP’s collaborative approach was that it avoided the classic problem of selecting research proposals and constraining the freedom of researchers to follow their passions and strengths. By supporting individual leading researchers and their research aspirations rather than specific research projects, BP was able to pursue a liberal approach which drew knowledge from a range of disciplines and business partners. Furthermore, by hand-choosing their research partners and by minimizing the normal time, resource and bureaucratic constraints associated with scientific research, BP not only reduced the barriers to innovation but they also reduced risk since the researchers they supported were almost certain to succeed. The key question and risk then became how to convert that research into ideas for BP’s benefit. The research that was implemented proved to be extremely successful and their return-on-investment more than covered the relatively small investment in the overall initiative. While there are too few examples like the above in the construction sector, there are exceptions to this rule. For example, Arup is renowned for investing significantly in both pure and applied research with a longer-term view. Arup is reported to invest approximately three per cent of its annual turnover in R&D and has a clear road map for its R&D which extends over 20 years into the future based on key drivers of change in key business areas. Arup also integrates research-based KPIs into performance reviews for staff who are required to publish and collaborate with universities in creating new knowledge for the benefit of the business and society at large. Arup’s research program is driven by both ‘pull’ from its business leaders and ‘push’ from universities and research network partners. Research is seen as vital for its strategic business planning to ensure that it is equipped for future trends and that it can capitalize on new opportunities to improve its business and enter new markets. As in BP’s case, Arup’s research team’s work involves forging and maintaining links with the best quality universities, researchers and research establishments, no matter where they are. Arup also works closely with government research funding and advisory bodies around the world to lobby for certain priority areas of funding and to leverage its own resources. Arup has arguably generated more knowledge than any other firm in the construction industry and has benefited enormously as a result. Indeed, many of Arup’s most successful business units have arisen out of its willingness to allow its staff members to pursue their own passions and interests within the work environment. Importantly, while this strategy has inevitably involved some risk and failure, it has also enabled Arup to build a global reputation for innovation, attract the world’s brightest and most engaged staff and to be first mover in a number of new markets and reap the significant benefits associated with this. While contracting is not generally synonymous with R&D, Laing O’Rourke also has a strong commitment to R&D through the formation and continued success of its Engineering Excellence Group (EnExG). It is not only Laing O’Rourke’s spending commitment to innovation and R&D (1.9 per cent of revenue) that led to it being recognized as one of the top 10 most innovative Australian organizations in 2014 and 2015. Rather, it is how these funds are utilized through the EnExG, and other activities of the wider organization, that makes Laing O’Rourke’s approach to innovation distinctly successful in an industry that often promotes similarity. The EnExG is a highly cross-disciplinary team that has offices in both the United Kingdom and Australia. Now five years old, it employs a broad mixture of intellects and experiences from both within and outside of the traditional construction industry, with the aim of providing the perspectives and insights that can only be gained at the overlapping boundaries of the traditional disciplines of knowledge. By providing the environment for challenging and disruptive ideas to take seed and grow, the EnExG aims to drive fundamental change in the practices and culture of the broader construction industry. This means much of the work of the EnExG is not solving problems through innovation, but rather providing fundamentally new methods and modes of thinking and working. The EnExG has pioneered the development and implementation of disruptive technologies such as 3D printing, augmented reality and biometric measurements, among many others, for use by the Laing O’Rourke workforce and clients. Along with this foundational development the EnExG acts as a cultivation space for promising and innovative commercial ventures. One of these, SunShift™, has been awarded several highly competitive government grants and been the subject of much media attention for its potential to reshape the economics of renewable power generation. While not every consultancy or construction company has the resources to invest in the types of highly structured and formalized R&D programs described above, it is worth remembering that all construction firms, large and small, exist in an increasingly globalised and knowledge-based economy where there is an ever greater reliance on our intellectual and creative capabilities than on our physical inputs or natural resources. We need to work smarter not just harder and without new ideas the Australian construction industry and the jobs that it provides will wither away in the face on growing and smart international competition. Thanks to Dr Rowan Braham of Laing O’Rourke’s Engineering Excellence Group for providing information relating to its activities.  Martin Loosemore is a Professor of construction management at UNSW. This opinion piece was first published on Sourceable.

SALES EXCUSE 1: NO ONE IS BUYING!

It’s one of the most frustrating things about sales – your team cultivates a promising lead, make their pitch, and the customer says no. However, what is more frustrating is the excuses that come from the team when they are not meeting targets.

Customers say no for all kinds of reasons: they don’t like the product, they don’t engage with you, they don’t have the money, the time or the inclination.

But the big reason that people say no is they haven’t been given a compelling reason to buy. Sales is seduction, and you’ve messed up the kiss!

So what can you do about it? It’s time to rethink and refocus your team with sales management training to start thinking about why they are not converting.

Offering a Deal is Not Enough

In sales, the value proposition is everything.

If you’re selling vacuum cleaners, the value proposition is that your particular brand and model has the most powerful suction, the longest warranty and/or the best quality build.

However, this kind of value proposition is generic and does not present a strong point of difference. If all you have to offer is some hokey lines about quality or rate of suction, then there is no compelling reason for the consumer to buy, no competitive point of difference, and a ‘no’ is expected.

Understand and Communicate The Value Proposition

Apple’s marketing strategy for its computers and smartphones barely mentions their technical specifications, even though they are state-of-the-art. Apple instead focuses on their image – that of creativity, innovation and passion.

The effect is to create a value proposition that goes far beyond the physical products they sell. Apple has created an image that is different from its competitors and that sells the product.

The lesson here is to rethink how you and your team are presenting your products or services. What you do and how you do it is important, but why should also be a major part of the pitch.

Clients and customers want to be part of something, to feel that they are gaining an advantage or fulfilling a need. Engage with them and demonstrate why your product is unique and most suited to them, and what needs will be met.

Don’t Ask, Don’t Get

A firm lead has been worked up, pitch prepared and delivered flawlessly. At the end, you say “any questions?” and they say, “we’ll get back to you” – and of course, they don’t.

If your pitch doesn’t contain some hard sales questions or offers, then you’ve wasted your time. To convert leads, you have to ask buying questions, give them a reason to buy.

Is there a limited time offer? A free service or trial period you can give that leads to a long term paid arrangement? A demonstration of value that makes it irresistible?

Simply reciting your product or service’s good points is not good enough. There needs to be bait on the end of your hook – don’t let them leave the room or hang up the phone without making sure they understand what you are selling, and that they need to buy.

Sales management training

Sales is all about understanding consumer needs and having the confidence in your product that it meets these needs. If you aren’t converting good leads, then something’s wrong with how you’re pitching.

Estee Lauder said “If you don’t sell, it’s not the product that’s wrong, it’s you.”

Go back to the fundamentals. Every sale needs to be made around a value proposition.

If your products and services are good but you’re getting more no than yes, then the customers you’re targeting haven’t been given a compelling reason to act.

By rethinking your strategy with sales management training – shifting from what and how to why, and by asking relevant questions and setting up calls to action – you can drive customer decisions in your favour.

It’s time to stop making excuses. If you want to take things to the next level and start increasing conversion rates, KONA Group has transformed companies’ performance through proven sales methodologies with sales management training and coaching programs customised to companies’ individual needs.

For more information, please email info@kona.com.au or call 1300 611 288.

SALES EXCUSES ARE FOR ASSES!

The daily grind of building sales leads, nurturing, and closing them is a numbers game – the more people you speak to, the higher your chances of success. However, at times it can feel like there are more no’s than yes’s, which makes it easy for sales teams to get caught up in their own excuses rather than holding themselves accountable to their own actions. As a manager, one of the toughest jobs you have is to keep your sales team focused, motivated and accountable to their sales targets. Here are some common excuses we continue to hear, and how to shoot them down! Excuse 1: I don’t have the time A common complaint among sales teams is that they are time-deprived. They protest that they don’t have enough time to chase new prospects or that they don’t have enough time to work up new leads through cold calling – ASSES! Speak with your team and see what kind of schedule they keep. Partition certain times of the day for cold calling and lead generating, ensuring new leads continue to flow through the sales pipeline and daily targets are met. Hold team members accountable by getting them to report back at the end of each working shift on their results – what went well, what didn’t work and how it can be fixed. This is always easier said than done. Consider undertaking sales training and coaching and sales management training to redefine sales team members’ attitudes and habits, and to refine techniques. Excuse 2: It’s the customer’s fault How often do you hear “They don’t understand what I am saying”, “My leads won’t return my calls” or “It’s not my fault they don’t want to buy our products”. ASSES! The customer didn’t understand the pitch because it wasn’t delivered effectively. They ignored the calls because there was no compelling reason to return them. And they said no because, let’s face it, they weren’t convinced. When these kinds of excuses occur, have a look at how your sales team is approaching potential customers. Are they performing as well as they can? Do they understand the product? Sit in with them during a phone call or pitch and evaluate how the message is executed. They may need sales training to refine their approach and methods. As an exercise, ask them to define and sell the value proposition to you. If they can’t define and sell the proposition effectively to you, then how can the customer be expected to understand it and act upon it? Excuse 3: I don’t have the support I need You’ve worked hard to set up the business, create an aspiring working culture and hustled hard to work up sales leads and develop a network of contacts. In other words you’ve set it up – and all your sales team has to do is knock it down. When things aren’t working, it is easy for sales people to blame tanking sales figures on the company not supporting their efforts. As the leader, the buck stops with you. Take a long, hard look at your business. Is it true that there’s not enough support provided? If not, ask them what they need and work with them to make changes. If yes, then it’s time to consider other issues affecting performance. It cuts both ways with this one! Consequences and solutions The consequences of these excuses can be damaging for any business: sales decline, good people leave, customers feel neglected and long-term business relationships wither. So, if your sales team is bringing in lacklustre results and giving excuses for what went wrong rather than what needs to improve, then it’s time for a review. KONA Group helps organisations cut through the key issues and coach solutions with customised sales training and coaching solutions. For more information, please email info@kona.com.au or call 1300 611 288. Or, if you have some additional excuses that you have heard, please share them with us!